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Conversation
Highlights

 

Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech’s most innovative B2B founders. In today’s episode, we’re speaking with Hans Elstner, CEO & Founder of Rooom, an enterprise metaverse platform that’s raised over $25 Million in funding.

Here are the most interesting points from our conversation:

  • Early Challenges: Hans started Rooom in 2016, spending three years developing the software before launching. Convincing stakeholders and refining the product were significant early hurdles.
  • First Major Client: Securing the first big customer involved numerous visits and extensive persuasion, ultimately landing a six-figure deal that validated Rooom’s value proposition.
  • Expanding Vertical Focus: Initially targeting marketing, Rooom now serves multiple verticals including training, onboarding, and virtual events, adapting to the needs of various departments within larger enterprises.
  • Go-To-Market Strategy: After initially attempting to enter multiple global markets simultaneously, Rooom refocused on select European countries and the US, finding this approach more manageable and effective.
  • Product-Led Growth: Rooom emphasizes a product-led growth strategy, ensuring their 3D technology is user-friendly and addresses clear ROI metrics for customers, complemented by thought leadership and storytelling.
  • Pandemic Impact: The pandemic accelerated the adoption of virtual events and 3D solutions, significantly boosting Rooom’s growth and reducing the need for extensive educational efforts about the technology.

 

Actionable
Takeaways

Focus on Web-Based Solutions:

For scalability and ease of integration, prioritize web-based technologies over game engines, ensuring compatibility across various hardware and lower energy consumption.

Prioritize B2B Over B2C:

Enterprise customers are more willing to invest in advanced technologies, making B2B a more viable and lucrative market for complex solutions like the metaverse.

Leverage Thought Leadership:

Establishing expertise through keynotes and media presence can significantly enhance market credibility and drive lead generation.

Strategic Market Entry:

Rather than spreading efforts too thin across numerous countries, focus on key markets where you can establish a strong presence and gather momentum.

Adapt to Market Needs:

Be flexible and willing to pivot your product focus based on customer feedback and market demand, ensuring your solution remains relevant and valuable.

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